Alliance Sales Executive, Associate Director - Dell/Financial Services

At EY, you’ll have the chance to build a career as unique as you are, with the global scale, support, inclusive culture and technology to become the best version of you. And we’re counting on your unique voice and perspective to help EY become even better. Join us and build an exceptional experience for yourself, and a better working world for all.   The exceptional EY experience. It's yours to build.   EY focuses on high-ethical standards and integrity among its employees and expects all candidates to demonstrate these qualities.  

Location: Chicago, Palo Alto, Sacramento, San Diego, San Francisco, San Jose, Irvine, Los Angeles, Denver, Stamford, Hartford, Orlando, Miami, Jacksonville, Boca Raton, Tallahassee, Tampa,  Atlanta, Indianapolis, Des Moines, Kansas City,  Wichita, Louisville, New Orleans, Baton Rouge, Baltimore, Boston, Detroit, Minneapolis, St Louis, Las Vegas, Hoboken, Iselin, Buffalo, New York, Rochester, Charlotte, Cleveland, Columbus, Portland, Pittsburgh, Philadelphia, Providence, Greenville, Nashville, Memphis, Houston, Dallas, San Antonio, Austin, Salt Lake City, McLean, Richmond, Seattle, Washington, Milwaukee

 

Alliance Sales Executive, Associate Director – Dell/Financial Services

 

Our Sales & Strategic Pursuits (S&SP) function brings together technology, business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs and opportunities. The S&SP Organization is a catalyst for market-leading growth, shaping and driving an integrated growth strategy across EY’s largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.

 

The opportunity

As a Dell Alliance Sales Executive (SE), you’ll be part of the one of the fastest growing alliances at EY. You’ll be relentless in driving the pursuit of new business, driving alliance partner pipeline and sales for EY by originating deals across three channels: clients, the Dell field teams and EY account teams. You’ll be a market facing, experienced seller and subject matter expert focused on the overall Alliance sales strategy generally and the Dell powered EY solutions relevant to Financial Services clients specifically. You will build deep relationships with the alliance partner field, advocate and evangelize for EY and be the face of Dell within EY to our sector and account teams and help expand the EY Dell Alliance in the Americas.

 

Your key responsibilities

As a Dell Alliance SE, you’ll be responsible for leading the Alliance sales activity by delivering against defined sales and pipeline targets. You’ll build relationships with top priority clients for joint alliance pursuits and drive sales directly in the market. You’ll be a subject matter expert on the alliance program, Dell powered transformations and solutions and the joint EY-Dell value proposition. You will have expertise and experience in Dell’s technologies, sales & GTM motions, developing/maintaining relevant alliance partner relationships and able to lead pursuits independently through qualification phase if needed. Approximately 70% of your time will be externally focused, actively engaging with Dell, your client(s) and EY account and EY industry leadership.

 

Skills and attributes for success

You’ll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across sales teams, leadership teams and industry sector teams to drive a coordinated market effort. Possessing natural coaching skills, you’ll inspire others with your actions in the market. You’ll be a trusted advisor to clients, Dell and EY’s account teams, acting in a consultative manner. You’ll be the catalyst that pulls stakeholders together to drive strategic initiatives and grow sales.

 

To qualify for the role, you must have

• 12 to15+ years of quota carrying sales experience in professional services, solutions and technology
• Direct and alliance channel enterprise sales experience
• Experience selling enterprise solutions to financial services organizations (Banking, Capital Markets, Insurance and Wealth & Asset Management)
• Services sales experience working at Big 4 firm or other GSI
• Knowledge and expertise of Dell Technologies AI and IT Infrastructure solutions
• Expert client management and relationship skills, strong executive presence and expertise in influencing without authority
• Exper